 There is agent training every Monday two o'clock or two or three central standard time I'm Cody askings and I'm excited to talk to you today about the mistakes that agents are making you're making them I've made them I Don't make him any more and I know hundreds and hundreds and even thousands of agents that make these mistakes When their appointment say because I think that's that's one of them if you think about it the number one reason why agents fell and 92% of insurance agents fell in this business the number one reason why agents fell in this business And I want some feedback from you whether you're on Facebook Instagram YouTube in comments below number one reason why agents fell is simply because They do not see enough people per week You say, okay? If you're saying that I there the only reason I'm felling is I'm not seeing enough people per week Then what can we do to fix that? Well, I know that the best way to fix this which is why insurance agents fell is There's three things number one I would almost say there's like there's like three ways to almost like guarantee success, right? To succeed how we do it on glare DJ. We're good three ways to succeed. I would say no, you know what number one is By leads I heard it said by Joe DeVault out in the boot hill one time. He said hey the boot hill in Missouri He said hey Cody if agents do not have leads without leads agents are Unemployed now thought dang dude, that's good like that got my attention without leads agents are unemployed You said well Cody, I don't believe in buying leads Without warm without prospects Essentially a lead is a prospect and we think of prospects. Okay You think you could think about your warm market you could think about you know your people from your church You could think about your your your networking group. You can think about all these different ways It doesn't always just have to be a lead that you bought a prospect is a lead so without leads Whether they're bought free grabbed referrals, whatever without leads You fell. Okay the number two thing is there's some that there's some there's there's a there's a There's there's a lack of appointment setting Through a succeed dude get better at appointment setting and then the third thing would be would be training Which would be knowing? Hey, here's what I do when I get in front of a prospect from a to Z All four steps from the warm-up to the fact fine to the presentation to close all the way till the wrap-up and cool down This is the biggest reason why agents are Able to succeed and to keep themselves from felling is when they have people to talk to When then they know what to do to get in front of those people and then when they get in front of those people How to convert them into actual sales? Okay? So I'm going to go over a few mistakes that the part I'm going to cover the most today is step number two Appointment setting get the appointment setting mistakes the things that I see Whether it's at the door door knocking whether it's on the phone doesn't matter the biggest mistakes that I see The I would say the the biggest mistakes in general when it comes to appointment setting would be the first one would be The start of the call. It's weak. It's weak. Maybe it's weak the start of the call is weak So when you start the call a lot of agents will do this Here's how about 90 plus percent of insurance agents will start a lead call Hey, I'm looking for Betty Smith Yeah, that well that no, this isn't but well, yeah, it's Betty And then and then we'll make another mistake. Hey, my name is Cody askins with secure insurance group and you put your information in saying that you wanted a quote to buy life insurance and Then we pause and what happens is by doing this two things are happening the start of the call has a Lack of confidence It's that they're starting to call as a lack of confidence we don't know that we have the right person and Then even the second layer is when we say something like that like hey You fill out a form you wanted to quote to buy life insurance or whatever It's it's a it's a dumb assumption right because every leader has some level of interest by by doing that You are asking the prospect to insert an objection here, please So that's the first mistake the start of the call the way you should say it When you start the call I Would say you know what it's the greeting from the very beginning You are showing a lack of confidence and you are struggling with getting the prospect's attention so that you can end up getting in front of them Instead of hello, I'm looking for Betty Hey Betty Which one has more likelihood of getting the response we want gaining confidence in them letting them know Hey, I know who you are. I'm not a salesperson. I'm not a telemarketer. I'm not a random stranger. I know you One has confidence with an assumption and one's gonna get them because if you think about it, have you ever told a prospect? Have you ever told told it told it? I mean ever told the telemarketer. So for instance Oh, that's DJ something and it applies to you guys too DJ. Have you ever had someone call you and say hey? I'm looking for Daniel. I'm with Sirius XM or whoever and you say, oh, no You have the wrong number. Has that ever happened? It's happened to you guys, hasn't it? Right, right? Yeah, yeah, I mean that was that's the biggest thing though because They don't know that they have the right person. I may not want to talk to them You guys may not want to talk to that telemarketer. So we may end up saying now. You know what it? You got the wrong number. It's not him, you know, dude. I even do it So instead let's start the beginning of the call the greeting the right way Hey Betty Betty says hello. Hey Betty That's it. That's the beginning of a call. Oh, hey Betty Hello, hello Betty. That's it. I mean so many mistakes are made right here that affect the entire rest of the call Now, you know how to greet someone when when you get them on the phone because if you greet them the wrong way There's a lack of confidence a lack of trust poor assumption and the rest of the call They are they they just know that you don't know them All right, second thing is Use your first name. I think another big mistake agents make is they use their last name They use their company name and they end up giving the prospect not only too much information not only too much information but The prospect doesn't care what your last name is they don't care what your company name was I just heard it in there I just heard it in our call center last week The We said who we were with the company and guess what the prospect did because we said that they said uh Who is that company? It gave them a chance to insert an objection to ask a question This isn't a time for them to ask you questions. Guess what? You're in control You're the one trying to get in front of them. It's time for you to ask them questions not the other way around I Want them asking me questions and I want them talking a lot more than me and I want them listening I want to be listening to them and all that when I get in front of them But right now the goal is to get in front of them use your first name. Okay, so for instance Hello, Betty Yeah, this is Betty This is Cody That's it so far That's it. This is Cody. I don't need last name. I don't need company name I don't need a bunch of different stuff. I need to keep it really simple Gain control the call with confidence the next thing that a lot of agents make the mistake is They say how are you? And I'm gonna even change this one to agents use last name Because these are mistakes last name and company name. That's a mistake Okay, how are you come on really what telemarketer on the planet? Doesn't ask how are you? I said that a while back in a video and I said hey the client you don't kick the client doesn't care what you think of them yet and they don't know that you care and We don't care how they're doing anyway So stop asking and I had an agent say well You know what when I sort of called the processor the agent jumped on it Jumped on a post and said hey, they know how much I care I promise like they know in the first few seconds how much I care. They don't even know you yet They have no clue. It's irrelevant. It's a waste of breath I don't want to speak words unless it positively impacts my goal of getting them getting in front of them Period so stop doing that. That's a what that's a mistake fourth one Look, I'm gonna write it as this is because it's a mistake agents always pause Don't pause until after you ask a question. That is guess what a mistake you heard that call earlier Hey, I'm look and this is the bad call. Remember this. This is a wrong call. Hey, I'm looking for Betty If she even agrees is Betty she's made a lie and say it's not you got the wrong number a lot of times It's still the right number. Yeah, this is this. Yeah, this is Betty Betty This is Betty Smith This is Cody askings with secure insurance group you filled out a form to receive your free quote to buy life insurance to glaring mistakes with that number one They just agreed to receive information They have some level of interest you have no clue if they're gonna let you give them a quote You have no clue if they're gonna buy life insurance You have no clue about any of it because it's some level of interest right going back to some level of interest again and the second mistake is The agent pauses and guess what happens when you don't when you don't finish with a question you pause They're gonna give you an objection They're gonna say I'm not interested, you know, I changed my mind everybody got coverage I can't afford it because you're a salesperson you say something dumb they say an Objection whatever it is and it's because of the pause the pause is the death of the call and then the fifth thing is Again, because it's all about the fifth thing is your your your your everybody's setting all these like firm appointments and meetings Like they're going like like you're a doctor and they're coming to see you at the doctor's office Like nobody wants that They don't even enjoy going to the doctor So instead of a firm appointment and a meeting sell a drop-off time because guess what about 80 to 90% of what you say Is gonna get lost in translation They're gonna forget before you ever see them So when you show up, they're they're probably have forgot your name. They probably some of them forgot you were coming by they forgot Sometimes some of them forget why you were coming by Some of them may even forget that you were dropping something off. I get that a lot from agents Hey, well, what are you dropping off when you say you're dropping some off? What are you gonna drop off? They're gonna forget you're dropping something off and then you're gonna go run an appointment Which was the whole goal to begin with but let's not add To the complexity. Let's keep it simple. Let's get in front of them and then let's run an appointment These are the five biggest mistakes. Here's the right call for those that are curious. Here is the right Call we've given you the example of a wrong call your begging people that you're pausing your begging people to insert an objection and You're saying stupid stuff. So here's the right call ring ring ring. Hello Hello, Betty Hello, Betty Yeah, this is Betty This is Cody I'm getting back to you because again Telling them telling somebody they did something is Kind of like you're attacking them instead of hey I'm getting back to you about your request for the new final expense information now Betty I'm the local filled underwriter. You notice I continued to keep Control now Betty. I'm the local filled underwriter and I'll be out in your area on Friday Should I drop this information off? What do you think Betty? Which is better morning or afternoon? Do you think that that's gonna get a better response? then This is Cody askings with secure insurance group you fell out of form saying you wanted to get your quote to buy life insurance Congratulations, and then we stop we don't ask a question more than in control We pause and they do what they give you an objection They may give you an objection, but I would rather it happen later Plus I'm gonna avoid Some objections with the way that I structure a call most agents don't understand that we give a we give a lot of this Away for free on our website secure agent mentor calm. We've got a page on our website secure. It's a free page I'm not trying to say you nothing secure agent mentor calm under our leads tab. We have a page called how to Close our leads We tell you when to call When to text when to email when to doorknock How many times to call how many times to text how many times to email how many times to doorknock When you call here's what you say don't do this when you text Here's three different examples of how to text someone when you email here's three different examples of how to email someone when you doorknock Here's three different ways to doorknock them Here's a training video Here's a Harvard Business Review on why all this works The only thing I'm not doing for you is the work is Actually showing up and doing it calling leaving the voicemails doing the doorknocks because the reason why a lot of our stuff works is About 90% of the time You will reach about 90% of prospects when you make six calls Six statistically proven when you make six calls you'll end up reaching about 90% of prospects also statistically 80% of sales are made between the fifth and the twelfth contact Most agents give up some of them never call a lead you say now that's not me. I would never do that You do done it before I promise or they call them once or they call them twice But I would say only about five to ten percent of agents ever go past one or two calls And this is the only reason why you're struggling with leads because if we broke it down earlier the ways to succeed Have leads. I don't care where you get them Work the leads to get in front of people and then when you get in front of them ask them to do business with you It's not a suit. I'm gonna put that on a t-shirt. It's not a super complicated process the goal is To get in front of them to get in front of enough people to succeed So that's why these are the biggest mistakes that agents make poor greeting as In hey, I'm looking for somebody there's no confidence in that the confidence has got you've got To have you got to exude confidence or they're never gonna believe you if you don't believe yourself. I promise you they don't Another mistake using your last name and company name. Nobody cares when you say company name It allows them to say oh who who is a senior benefits of the USA Incorporated like it's just dumb How are you? You don't care and it's not a good question. It's gonna it's gonna it's gonna spur an objection Just wait the pause is another huge mistake Pausing after you've said something instead of finishing with a question of being in control the pause is the absolute death the call This is the worst one by the way This one's pretty bad because it starts the call off really poorly This one's really really bad because it is the absolute death of the call You want to you want a lot of objections every time you try to call someone do this If you want to extract as many objections as you possibly can to make this business even harder than it already is Then do that and I promise you you'll get more objections than you ever want the last thing is the bit the last mistake is Thinking that you need like a firm appointment or a meeting or just sell a drop-off time Your whole goal when you work a lead is to get in front of them The definition of a lead is they have some level of interest the definition of what you're supposed to do is to just Try to get in front of them. So hope this helped This was the biggest mistakes that agents make when their appointment setting when they're calling leads and how you can avoid those and how you can Be better at this. Thanks for watching insurance agent training We come to you every Monday to train and make you better today call the office better today Then you worry yesterday and last week and we're gonna keep training you every week for the rest of your life Have a great week. See you Wednesday